This content has not been rated yet.
THE PERFECT TEN: GOOD UNDERWRITING SUBMISSIONS GUARANTEE MORE SALES by Thomas Carpenter, CPCU The better your underwriting submissions, the better for you, your companies and your clie...
This content has not been rated yet.
We all know the value that cross-selling brings to agencies. According to industry statistics, profit margins on the second sale are two to three times higher than the first and retention is 60% higher. Yet the average independent agency’s number of policies per customer hasn’t changed in 20 years. How can such a vital, well-publicized goal remain so elusive for so long? It’s as if we all know how to become millionaires but ignore the facts. The truth is that cross-selling is a complex process that can fail for a number of reasons.
This content has not been rated yet.
THE PHONE: CURSE OR COMMISSION INCREASE? by Preston Diamond You conduct 60% of your business over the phone-but how many of you actively practice phone courtesy and technique? Having worked...
This content has not been rated yet.
THE POWER OF CHANGE AND THE CHANGE OF POWER by Mike Manes In the new world where everyone has options, success rests in your ability to adapt to change and attract the brightest employees...
This content has not been rated yet.
THE POWER OF GOALS by Grace Bauer Do you feel that you're getting 100% out of each employee in the office? When t...
This content has not been rated yet.
THE POWER OF TESTIMONIALS by Jack Burke Preachers might have been the first to understand the power of te...
This content has not been rated yet.
THE PRESS RELEASE: MAKE SURE IT'S NEWS Press stories on your business, products, services or employees can be extremely valuable promotional tools. Published articles often carry greater credibil...
This content has not been rated yet.
THE PRODUCTION WINNERS CIRCLE by Mike Manes The dictionary defines producer as a person or thing that produces. Production is the act or process of prod...
This content has not been rated yet.
THE PROFITABLE POWER OF CROSS-SELLING AND UP-SELLING by Lynn Thomas With all the information thats available on the benefits of account rounding, its amazing that agencies ...
This content has not been rated yet.
THE QUALITY SCORECARD by Al Diamond Without industrywide efforts to improve, the insurance industry will continue to be susceptible to alternative markets, alternative-distribution channels, an...